Understand how your client thinks to seal the deal!

1. Put yourself into the shoes of your client
Think not from your own perspective, but your client’s perspective. Speak to them genuinely and they will appreciate you for it.

2. How to seal the deal?
a) Show respect for your client.
b) Be sincere.
c) Remember the name of your client.
d) Compliment your client, make him or her feel good about oneself.
e) Share the same interests.
f) Show more similarities.
g) Listen attentively.
h) Pay attention to your client’s interest.
i) Pay more visits to your client.
j) Ask for feedback from your clients, especially the ones who weren’t satisfied with your service.

3. How a client’s decision is affected?
Every client plays a different role within his or her family, and hence their purchase interests and decisions are different. Increase your client’s interest to purchase by being more creative.

4. Be sensitive
a) Leave room for conversations and persuasion.
b) Remind the client of the worst case scenario, and learn to stay silent at appropriate times.
c) Appear truthful by revealing the weakness of your product, and lure the client with a touching story of your product.

5. Find your way into your client’s heart
a) Save client’s time by grabbing his or her attention.
b) Shower vain clients with compliments.
c) Win aggressive clients over with your sincerity.
d) Miser needs to feel he or she has gotten a good bargain.
e) Fasten the decision making process of an undecided client with a sense of crisis.
f) Treat an overly cautious client leisurely.
g) Be humorous towards a proud client.
h) Be honest with an experienced client.
i) Give some perks to a client who is focused on small deals.
j) Allow logically and argumentative clients to feel superior.
k) Keep the interest of a silent client.

6. Body language of a client
a. Read your client through his or her eyes.
b. Small body movements reveal the thoughts of a client.
c. Keep a suitable distant with your client.
d. Mirror your client’s body language.
e. Hand gestures.
f. Sitting postures.

7. Be successful in sales
a. Create the right atmosphere with humour.
b. Attitude determines results.
c. Understand your client.
d. Keep a right amount of distance with your client.
e. 80% of sales come from 20% of your clients.
f. Smile and be cheerful towards your clients.
g. Be wise.
h. Learn to be a good property agent
i. Set a challenging sales goal

8. Psychological effect of successful sales
a. Use scarcity to increase client’s interest to purchase
b. Never be afraid to demand more
c. Leave a good first impression
d. Never go into isolation
e. Clients listen to experts
f. Clients want to buy what you aren’t willing to sell
g. Realise the potential of sensible purchasing

Only by understanding your clients, inwardly (psychological) and outwardly (body language), you can secure the deals you are aiming for.


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